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Publisher's Summary

Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable.
Now, internationally recognized sales strategist Jill Konrath tells you how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers.
Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules:


Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo.
Be invaluable: You have to stand out by being the person your customers can't live without.
Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs.
Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind.
SNAP Selling is the perfect guide for any seller in today's increasingly frenzied environment.
©2010 Jill Konrath (P)2010 Gildan Media Corp
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Critic Reviews

" SNAP Selling is a mission-critical tool for building lasting, profitable relationships. Jill goes far beyond defining a sales process by rolling up her sleeves to share specifics about what you absolutely must do to become indispensable to your customer." (Rick Pulito, vice president of sales, BI Worldwide)
"Sales organizations of tomorrow will need to be fundamentally different from today. SNAP Selling will not only radically change your thinking, it's one of those rare books that gives you actionable strategies, steps, and examples that differentiate your approach and ultimately the value of your offering. For the next generation sales force, this is a must read!" (Geoffrey Eitland, vice president sales, Staples, Inc.)
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Customer Reviews

Most Helpful
3 out of 5 stars
By Glenn on 05-22-11

OK sales book with some good take aways

What I like about this book is she focuses on the buyer???s decision process and how sales people can bring value. While there are many good points in this book not sure why so many people on Amazon gave it a 5.

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9 of 10 people found this review helpful

2 out of 5 stars
By Todd Lemieux on 06-13-16

What the heck did I just listen to?

Why would the author not have someone professional record the book?

Then at one point she recommends pretending you are the prospect and calling yourself and role playing with yourself as if you are schizophrenic.

By the time you do all of this stuff you will have failed out of the business... Whatever business you are in.

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2 of 2 people found this review helpful

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Customer Reviews

Most Helpful
5 out of 5 stars
By Amazon Customer on 02-28-17

Clear and insightful

Highly relevant content in a complex B2B sales environment with practical suggestions to complement the ideas. Well read too.

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2 of 2 people found this review helpful

4 out of 5 stars
By Gus on 01-31-18

if only it finished as well as it started

this is an excellent sales development book. At last the reality of the real world on how to deal with buyers who have no time for you. Buy this book for prospecting and business development, not the book for a beginner in sales
The candid letter from a buyer to a sales person at 12.20 into the book is genius, worth buying just for that alone.
I would have given 5 stars but I found myself less bought in to her ideas from the stages after prospecting and gaining customer interest. Sorry was just not up to the prior level and if it had dragged on much more I would have deducted another star.
Not sure about the other reviewers comments about her performance. Personally I listened at 1.25* speed, but I was also following along with a hard copy and I noticed she was not reading verbatim and sometimes she losses track a bit (although she recovers quickly) this may have affected their enjoyment. For me she was fine and energetic and no strong accent which can be the main reasons for listener frustration.
her supporting documents on the website are great and free. so you can happily listen and get the resources of the web and no need for the hard copy

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